What are the trade secrets of B2B sales experts who thrive at selling services? Research indicates that these top 5 keys are crucial in engaging new leads, closing sales and retaining long-term clients.
1. Listen
Far too many sales reps today are boorish bullies who immediately push for the sale without even asking any questions. Great salespeople are great listeners. They let the customer fully explain their needs and pain points before they even start talking. They understand the client’s unique challenges before offering solutions.
2. Demonstrate Results
Since services are often seen as less tangible than and physical products, be sure to provide leads with impressive examples of the great results you’ve achieved with other clients. These may include heartfelt testimonials on how your services have helped their businesses achieve outstanding results.
3. Collaborate
Providing services to clients is like a dance where each party provides input and weighs in on the expected outcomes. When the customer feels engaged and empowered in the process they will feel much more satisfied, often leading to repeat business and referrals.
4. Build Relationships
Engage with your clients as people. Always greet them with a friendly tone to build rapport. Consistently follow-up to ensure that everything went well with the project after it left your hands, as this demonstrates that you truly care. Developing a friendly relationship will strengthen your business ties and lead to lasting partnerships rather than short transactional relationships.
5. Be Trustworthy
Customers need to trust that their service providers will be 100% reliable in providing top quality services. A failure to keep a promise or respond to an urgent request could cost your clients trust and ultimately their business. Always have a contingency plan to meet their needs, even if you’re sick or on vacation. As Jeff Bezos once said: “Your brand is what people say about you when you’re not in the room.”
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